Strategic Negotiation A Breakthrough Four-Step Process for Effective Business Negotiation

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Description: Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. InStrategicMore...

Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. InStrategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings: *Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal. *Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments. *Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation. Each offer addresses the essentials but goes on to include additional benefits for the buyer. *Dividing value. A presentation of ""multiple equal offers"" is made to buyers, providing more value and choices than they anticipated. Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.

Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author ofNegotiating RationallyandJudgment in Managerial Decision Making. From the Hardcover edition.

Rob Kaplan has held senior-level editorial positions with several major New York-based publishing houses & currently heads his own literary services firm, Rob Kaplan Associates. He lives with his family & more than four thousand books in Cortlandt Manor, New York.

Foreword

The Basics

Why a Process?

What a Strategic Negotiation Process Can Do for You

What a Strategic Negotiation Process Can't Do for You

Why This Book

The Strategic Negotiation Process

The Blueprint

The Strategic Negotiation Process

Establishing a Negotiation Goal

Selecting a Negotiation

Common Goals

An Uncommon Goal

The "Myth of the Fixed Pie"

Dealing with Professional Buyers

Best Practices Review

Common Mistakes to Avoid

The Process

Step One: Estimating the Blueprint: Part One: The Consequences of No Agreement Estimation

The Consequences of No Agreement Estimation

Best Practices Review

Common Mistakes to Avoid

Step 1: Estimating the Blueprint: Part 2: The Wish List Estimation

Creating Value

The Wish List Estimation

Dealing with Professional Buyers

Best Practices Review

Common Mistakes to Avoid

Step 2: Validating the Estimation: Part 1: Gathering Data from Colleagues and Public Sources

It's All about Knowledge

Validating the Consequences of No Agreement Estimation

Validating the Wish List Estimation

Best Practices Review

Common Mistakes to Avoid

Step 2: Validating the Estimation: Part 2: Preparing for the Validation Meeting

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